LISTING PACKET

There are basic steps to listing your home. Each step will get you closer
to selling your home and moving on to the next phase of your life.
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Table of Contents
Your Home Selling Team............................................................................. 2
What Your Realtor Does For You .................................................................3
How To Buy A Home In Todays Market - Pricing Strategy...............................5
How To Buy A Home In Todays Market - Finding Qualified Buyers...................6
Documents We Sign & Negotiations ............................................................7
Real Estate Terminology..............................................................................8
3D Tour Marketingplace ........................................................................... 11
Home Selling Checklist ............................................................................ 12
Critical Date Checklist .............................................................................. 13
Moving Checklist . . ................................................................................... 14
Important Phone Numbers . . ...................................................................... 15
Referral Directory..................................................................................... 16

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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Your Home Selling Team

1. Real Estate Agent: Your realtor will assist you with the home selling process from beginning to end.
Our office has a full service marketing and transaction coordination department to ensure the
transactions are smooth and professional.

2. Your Lender: Your lender will need to provide a payoff to the title company.

3. Title Company: Your real estate agent will usually select the title company. The escrow agent will pull

a title report and check for any liens or encumbrances on the property. They will need your SSN to
make sure there is nothing that needs to be cleared up. Once the contract has passed all deadlines then
the escrow agent will provide a CD (closing disclosure). This document will show you all the costs and
fees from the real estate brokerage and title company. The title fees are around 1% of the purchase
price of the home. You need to buy title insurance for your lender (if you are paying cash you dont need
to buy a title policy) and the seller pays for title insurance for the buyer.

4. Movers: You will want to contact movers to help the day of moving. See the moving checklist.

5. CPA: Consult your CPA for tax questions.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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What Your Realtor Does For You

Listing Agent Duties

1. Provide CMA.
2. Preview all the active listings in your neighborhood.
3. Order title report, preliminary CD, CCR's, HOA budget and minutes (if condo)
4. Price your home to get 3 or more showings per week.
5. List home on MLS, set up photo tour, and email you the listing for approval.
6. Purchase keybox and signs, and verify all showings are done by a licensed sales agent.
7. Handle all offers and negotiations to protect your earnest money and rights as a buyer.
8. Guide you through inspections, appraisal, and settlement.
9. Guide you through move out and key exchange.
10. Provide title report and closing documentation in a timely manner.
11. Provide you with copies of all paperwork.

Transaction Coordinator Duties

1. Schedule showings
2. Schedule inspections with seller
3. Schedule appraisal with seller
4. Send copies of all paperwork to lender and title.
5. Weekly listing report and under contract report.

As our client you will be added to our client database. Benefits include:

1. Referral appreciation program

2. Yearly calendar
3. 8 week buyer/seller program
4. Newsletter
5. Yearly CMA on home

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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WE LOVE MARKETING!

List home on MLS www.utahhomes.com

Take professional photos with SLC Photography

KSL.com

Zillow, Trulia, Realtor.com & 20 other websites

Professional Wooden Sign in yard

Flyers and Brochures

Property Profile

Bus Tour

Open House

Broker Open House

50 Just Listed/Open House & Just Sold Postcards

Salt Lake Tribune Open House Ad

Salt Lake Magazine

"We have moved" postcards to friends and family

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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How to Sell a Home in Todays Market

Pricing Strategy
easy as 30-60-90

30 Day Sale Price

Pricing your home at market value will help facilitate a quick sale. You may generate multiple offers because
buyer see that you are serious about selling your home and have a good pulse on the market. A 30 day sale price
will attract the best buyers with large down payments that believe you are being realistic about what the market
will bear for your home.

60 Day Sale Price

If would like to see if you can get a higher price and can wait a month or two to get your home sold you can list 10%
above market price and see if you get any bites. It will a lot of activity but may not produce any offers. It is always an
option though.

90 Day Sale Price

PERCENTAGE OF
If you are looking for that 1 in 1,000 buyers that wants to ASKING PRICE
COMPARED POTENTIAL BUYERS
TO MARKET VALUE WHO WILL LOOK
pay over market value for your home and may have to bring +15% 10% AT PROPERTY

in cash to the closing table, you can list your home 15%
+10% 30%
or more above market value. This may turn a lot of buyers
off, but you might find that one that bites at the price. Many Market Value 60%
real estate agents do not like to show overpriced properties
-10% 75%
and may be concerned about the flexibility of the sellers.
The longer the home is on the market, the less appeal it -15% 90%
generates. Well-priced properties generate immediate interest
amongst Buyer and Agents. If the price is too high, that
excitement never happens.

If a home is priced correctly in todays market you can expect 5-10 showings per week.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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How to Sell a Home in Todays Market

Finding Qualified Buyers
Most Buyers Find Homes:

1. Real Estate Agent

2. Yard Signs Relocation Ads Random

Referal 3% 3%
7% Open House
3. Internet Marketing Diverted from 1%
Open House
8%

How We Connect With Those Buyers:

Agent Contact
1. Market your home with the MLS, Craigslist, Diverted 40%
from Ad
KSL, Newspaper Ads, Open Houses, Just 18%
Yard Sign
20%
Listed Postcards.

2. Agent Referrals: We have a network of

thousands of real estate agents that work to
How Buyers Find Homes
find the buyers who are looking for a home in
your area.

3. Website and Phone App: We are able to

connect with buyers as they are viewing your
home on our website and give them all the
information they need an encourage them to
make an appointment for a showing.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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Documents We Sign & Negotiations

1. Exclusive right to sell listing agreement: This document states that you are entering into a contract with the
Listing Agents Broker for a certain period of time, usually 6 months. You are required to pay the commissions for the
listing agent and selling agent brokers. If there is 2 agents from the same brokerage or 1 agent is representing both
parties then a Limited Agency Agreement is also created.

2. Listing input form: This form lists all the details of your home and will be used to create the MLS listing and flyers
for the property.

3. Sellers disclosures: This 7 page document is created for you to notify the buyers of any issues that you are
aware of with the home.

4. Lead based pain addendum: If the home was built before 1978, then a lead based paint addendum will need to
be signed. You can also ask for the pamphlet on how to protect yourself from lead based paint.

5. CMA: Your agent will provide you a CMA on a regular basis to make sure that you are priced according to the
market. Having this information will be a huge peace of mind knowing that you have been educated on the market.

6. Negotiations: are important as the documents that you sign. The seller is not in the drivers seat once the contract
has been agreed upon and signed by all parties. The buyers have 3 deadlines which they can pull out of the contract
for any reason. They can cancel the contract up to the closing date and only be obligated to re-lease the earnest
money. This puts the seller in a situation where the earnest money would need to cover the costs of taking the home
off of the market in case a unforeseen situation should arise.

7. Communication: This is the cornerstone piece of every real estate transaction. Your realtor will be in daily or
weekly communication with you as a seller based on the activity of the home. If there is a lot of activity you will
receive daily phone calls and emails with showing feedback and appointment scheduling. Once the home goes under
contract you will get regular emails with information about deadlines and appointments that are being scheduled.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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3D Tour Marketingplace
3D Tours / 24hr Open House Aerial Drone

Professional Photography Commercial Services

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
CONGRATULATIONS!
YOU ARE NOW UNDER CONTRACT
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Home Selling Checklist

Item Date Time
Exterior maintenance
Interior maintenance
Provide exhaustive list of features of your home including schools
Provide a copy of utility bills and list of utilities
Meet with real estate agent
Discuss CMA
Preview other active homes in the neighborhood
Put on hot sheet and daily email
Sign paperwork
Home listed on MLS
Key box on house
Sign in yard
Open house
200 Just Listed postcards
Receive offer
Negotiate terms
Inspections ordered (meth, mold, radon tests also) ____/____/____ _________
Appraisal ____/____/____ _________
Contact moving company ____/____/____ _________
HUDS reviewed
Final walk-through ____/____/____ _________
Closing date confirmed ____/____/____ _________
Signing of papers
Transaction funds and records
Keys released to the new owner

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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Critical Date Checklist

Seller: ________________________________________________________________________ Seller File: __________
Buyer: ________________________________________________________________________ Buyer File: __________
Property Address: __________________________________________________________________________________
Escrow Company: _______________________________________ Escrow Phone: _____________________________
Escrow Officer: _________________________________________ Email: _____________________________________
Co-Op Agent Name: _____________________________________ Company: _________________________________
Phone: ________________________________________________ Email: _____________________________________
Co-Op Agent Assistant: __________________________________ Phone: ____________________________________
Email: _________________________________________________ Closing Date: ______________________________

Actions Deadline Date Completed

Loan Application Deadline ____________ _____________
Contract Acceptance Deadline/Time ____________ _____________
Earnest Money Deposit Deadline ____________ _____________
Inspection Deadline ____________ _____________
Inspection Resolution Deadline ____________ _____________
Sellers Property Condition Disclosure Deadline ____________ _____________
Title Document Delivery Deadline ____________ _____________
Title Review/Objection Deadline ____________ _____________
HOA Document Delivery Deadline ____________ _____________
HOA Document Objection Deadline ____________ _____________
Appraisal Objection Deadline ____________ _____________
Appraisal Resolution Deadline ____________ _____________
Loan Approval Deadline ____________ _____________
Closing Date ____________ _____________
Buyers Possession Date ____________ _____________
Listing Start Date ____________ _____________
Listing Expiration Date ____________ _____________
Existing Home Sale Contingency ____________ _____________

Notes: ___________________________________________________________________________________________

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
 14

Moving Checklist
Estimates from moving company
Estimates from truck rental companies
Create a floor plan of your new home for furniture and appliance placement
Make an inventory of your household goods and begin to remove clutter
Start a file for all your moving paperwork
Arrange to transfer school records
Get your new home ready: contact painters, carpenters, plumbers, roofers, etc
Obtain and fill out post office change-of-address cards
Make arrangements for storage
Schedule disconnect of all utility services and arrange for reconnection of services
Get packing boxes, packing tape, magic markers
Check with insurance company to see how your things are covered during transit
Cancel or transfer newspaper delivery
Notify creditors of the move
Assemble a file folder of information for the new owner of your home
Change your address once week before you move
Pack a travel kit of necessary items while moving: checkbook, credit cards, flashlight, keys, tools, paper
plates, cups, towels, toilet paper, paper towels, band aids
Disconnect and prepare major appliance
Have boxed labeled by most important Load Last so you will have access to it
Confirm the arrival time of the moving van
Dismantle large furniture
Note all utility meter reading
Leave your home broom swept clean
Unload truck and pay close attention to the bill of lading
Be prepared to pay movers

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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Important Phone Numbers &

Contact Info
Questar Gas 1-800-324-5111 Utah Power 1-888-221-7070
Century Link 1-877-837-5738 Comcast XFINITY 1-800-934-6489
Post Office 1-800-275-8777

Location Power Water/Sewer Gas

Bountiful 1-888-298-6100 801-298-6180 Questar Gas for all cities
Cottonwood Heights 1-888-221-7070 801-943-7671 800-323-5517
Draper 1-888-221-7070 801-571-1166
Murray 1-888-264-2626 801-264-2626
Riverton 1-888-221-7070 801-208-3133
Salt Lake City 1-888-221-7070 801-483-6900
Sandy 1-888-221-7070 801-568-7110
South Jordan 1-888-221-7070 801-569-5020
West Jordan 1-888-221-7070 801-569-5020
West Valley 1-888-221-7070 801-968-3551

Additional Contact Info

HOA Name ______________________________________ Number _________________________________________

Email___________________________________________ Address _________________________________________

HOA due _______________________________________ City/State/ZIP ____________________________________

Agent Name _____________________________________ Phone __________________________________________

Lender Name ____________________________________ Phone __________________________________________

Title Co Agent ___________________________________ Phone __________________________________________

Phone __________________________________________ Email _________________________________________

__Home warranty Name _____________________________ Contact Person __________________________________

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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Referral Directory
Contact Name Phone Number
Rick Nolan 801-554-7336
Ned Adams 801-792-8902
Brandon Stevens 801-231-8686
Fred Wagner 801-450-2199

801-804-5132

801-404-0300 801-598-6167
801-281-0484 801-404-0300
801-466-1874 801-281-0484
801-261-5540 801-466-1874
801-262-6912 801-261-5540
866-895-9300 801-262-6912

866-895-9300
801-580-1861

801-580-1861

801-898-6784

801-898-6784

801-915-4630

801-915-4630
801-980-1003

801-810-9725 801-980-1003
801-237-2066 801-810-9725
801-597-6455 801-237-2066
801-509-9426 801-597-6455
801-277-8700 801-509-9426
801-364-7694 801-277-8700
801-671-8311 801-364-7694
385.229.5604 | thorntonwalker.com 801-671-8311
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
Notes
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Real Estate Terminology

Adjustable Rate Mortgage (ARM) - The interest rate is tied to a financial index making the monthly mortgage
payment go up or down over time.

Annual Percentage Rate (APR) - The percent of interest that will be charged on a home loan.
Appraisal - A report highlighting the estimated value of the property completed by a qualified 3rd party. This is typically
done for the benefit of the buyer to ensure the property is worth what they are paying.

Association Fee/HOA Fee - In addition to a mortgage, certain housing communities such as townhomes have a
monthly fee associated with maintaining the common areas and amenities.

Balloon Mortgage - A long-term mortgage loan that starts small but has a large payment due at maturity.

Closing - This is the final meeting where the buyer and seller sign the necessary paper-work, complete the
transaction, and release/take possession of the property. Usually the representing agents and attorneys attend.

Closing Costs - The buyer and seller have expenses associated with the transaction other than that of the actual
cost of the home. For example, the buyer has a variety of fees due for obtaining a new loan and the seller must pay
commission to both agents.

Closing Disclosure - A form that provides the final details about the mortgage loan. It includes loan terms, projected
monthly payments, and how much the extra fees will be.

Collateral - Something of value (in this case your home) that is held to ensure repayment of a mortgage or loan.

Commission - A percent of the sale price of the home that is paid to agents. The seller pays commission to both the
buyer and listing agent.

Comparables - Homes in the area of interest that have recently sold that have similar features.

Contingencies - Conditions which must be met in order to close. Contingencies are typically tied to a date, referred
to as a deadline. If the contingency is not satisfied the contract may be canceled.

Counteroffer - The response from the seller in regard to an offer.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
 9

Debt to Income Ratio - A lender will look at a borrowers debt versus income to determine the amount of loan they
are eligible for and if they can repay their debt plus the home loan.

Down payment - A percent of the cost of the property that is paid up front as a part of the mortgage.

Earnest Money - The deposit made from the buyer to the seller when submitting an offer. This deposit is typically
held in trust by a third party. Upon closing the money will generally be applied to the down payment or closing cost.

Escrow - This term has multiple meanings; earnest money is typical held by a third party until closing in escrow. It
can also be referred to as the time period from when the con-tract is written and accepted by the seller to when the
home sale actually closes.

Equity - The difference in the market value of a home versus what is owed on the home.

FHA - A mortgage that is financed through a private lender and insured by the Federal Housing Administration, often
requiring a lower down payment and income to qualify.

Fixed Rate - The interest rate will remain the same for the entire life of the mortgage.

Home Equity Line of Credit - A loan or line of credit that is determined based on the equity or homes value after
subtracting the loans owed.

Home Inspection - The process in which a professional inspects the sellers home for issues that are not openly
apparent, then creates a report for the buyer to review.

Home Protection Plan - An annual service that covers the cost of repairs or replacements to items covered in the
plan; items like stoves, washer/dryers, etc.

Hybrid - A loan that starts with a fixed rate period, then converts to an adjustable rate.

Mortgage Insurance - Insurance written in connection with a mortgage loan that protects the lender in the event the
borrower cannot repay their loan. This is usually not required if the borrower has 20% or more for the down payment.

Mortgage Note - A promise to pay a sum of money at a standard interest rate during a specific term that is secured
by a mortgage.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109
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Multiple Listing Service (MLS) - The national list of real estate properties that are available for sale. These are the
most reliable sources to receive up-to-date listing information.

Pre-Approval - The process in which a buyer must provide a mortgage professional the appropriate information on
income, debts, and assets that will be used to make the initial credit only loan decision.

Pre-Qualification - Once approved for a loan, this is the process in which the maximum sale price, loan amount, and
month payments are calculated for the borrow. This not a loan approval however, it useful to know prior to searching
for a home.

Principal - The underlying amount of the loan which is actually borrowed.

Property Taxes - These are the taxes that are enforced by the city, town, county, and state government entities.
These taxes are included in the total monthly mortgage payment and are held in escrow by the lender.

REO - Real estate owned properties or foreclosed properties currently owned by a financial institution such as the
bank that made the loan to the previous owner

Reverse Mortgage - This is specifically for seniors and it allows them to convert the equity in their home to cash.

Short Sale - A situation when the sellers lender is willing to accept an offer and allows the sale to be completed for
an amount less than the mortgage amount owed by the seller.

Title - A legal document proving current and proper ownership of the property. Also referred to as a Title Deed, this
document highlights the history of property ownership and transfers.

Underwriting - The process in which the potential home buyer is evaluated for their financial ability to obtain and
repay a loan. This normally consist of a credit check and appraisal of the property.

VA Loan - Loans that are given to Americans who have served in the armed forces. They are administered by the
Department of Veteran Affairs.

385.229.5604 | thorntonwalker.com
3350 South 2940 East, #9283 | Salt Lake City, UT 84109